Sales is ALL about confidence. If someone is going to buy from you it’s because they believe in you, in what you are selling and in the company that you represent. They believe that you can deliver on fixing their problem or meeting their need.
Sounds simple right? But people get “stuck” in not being too confident and too salesy and too pushy.
Well my friend, I thought I would help you out with the 8 key traits that confident people share (an article recently published in INC magazine by Jeff Haden and how these can help you overcome these fears and be confident in sales for your business.
1. Take responsibility
When you are meeting a prospective client, they expect you to take responsibility for the sales process.
So in order to be confident, you need to have a roadmap for your clients to travel with you and you need to guide them.
They have a problem and have come to you for help – so take charge.
2. They crave progress
For every sales call, meeting or interaction there should be a win for all parties. Before picking up the phone or meeting with a new client be mindful of what you want to achieve in that meeting for them and for you. Each step in the sales journey is progress towards a new client.
3. They don’t gossip – they uplift
Don’t bag the opposition. EVER! If you know you have an advantage … then play to your strength. Help the prospective client see why you are BETTER by showing them ideas, goals and plans that they can aspire to be a part of.
4. They understand the power of saying “NO”
When you promise something … know you can deliver on it. Sometimes in the sales journey you realise that you CAN’T help the client with what they need. Tell them and move on. Or better yet – help them find someone that can help them.
5. They honour their minds AND their bodies
Confident people know that to BE their BEST they need to look after themselves. I often tell people that great selling is being in the right place at the right time and saying the right thing. In order to do this you have to be fit and happy and in the right frame of mind.
6. They know and act on their “why.”
People are attracted to people who have an enthusiasm for what they do and why they do it. Knowing AND acting on why you are in business will help you have the confidence to attract and retain your ideal client.
7. They ask for help.
Just as much as selling is about helping others … it is also be open to help from others. Your goal is to present the best idea to your potential client for them to say YES to. Sometimes this means getting help from others to inform and improve your presentation.
8. They view failure as a learning moment
Success is a journey dotted with wins and failures. Confident selling is not about seeing a NO as a failure, but as a way to learn. If you lose a sale – ask the client why. Find out if you could have or should have won it and use this information to learn and change what you do and how you do it.
Confident selling is there for you to take … so go on – try on these traits and let me know how you get on.
For the love of selling,
Fran.
